Meetings & Conventions: Short Cuts July 2001
July 2001
Short Cuts:BETTER YET
Be a Cool Negotiator
Leave the sweaty palms and nervous tics behind
when negotiating by following these simple rules. (Check www.msmoney.com for more
smart business tips.)
State your case. Know
everything you want to accomplish, and communicate it in one brief
statement.
Know it all. Knowledge is power. Gain
perspective and leverage by researching from every angle before
talks begin.
Gather a crowd. Make sure all of the players
who will influence the decision are present at the negotiation.
Listen closely. Don’t formulate your response
while others are still speaking; pay attention to what they have to
say. It’s OK to pause and think before you add your viewpoint.
Walk away. Leaving the table can be a terrific
technique, but only if you are sure you have the upper hand. Don’t
let this trick backfire on you.
JENNIFER PHILBURN
Back to
Current Issue index | Back to
Short Cuts indexM&C
Home PageCurrent
Issue |
Events Calendar |
Newsline |
Incentive News |
Meetings Market
ReportEditorial
Libraries |
CVB Links |
Reader Survey |
Hot Dates |
Contact M&C